October 07, 2018

Approach the Job Interview as a Sales Call - Top Salespeople Make It Their Business to Control the Process

There is only one effective way to approach your next job interview.

That is to conduct it as a sales call.

What you are selling is what you can accomplish for that employer.

And, as top producing salespeople know, to "close" the deal you have to be in total control of the process. Only, the employer can't pick up that you are the one in control.

Here are the seven musts in orchestrating your job interview as a sales call:

Know everything about the prospect. That's because it's essential in the sales process to mirror. That is, the prospect will look at you, listen to you, and talk with you and see himself or herself.

But do that in a smooth manner. If you overdo it, as in keep using the prospect's exact language, you will come across as inept.

Step up to the plate on uncomfortable issues. You had been fired from your last job. That comes up in the interview. Thank the interviewer for bringing that up. Indicate you want to discuss the unique circumstances of that termination, what you have learned from them, and what you have done to prevent similar situations. Keep direct eye contact, but not too intensely.

Don't be passive. Find openings in the interviewer's format to introduce key selling points such as what you recently achieved for your current employer or client.

Ask questions, in a friendly manner. For instance, the interviewer states the company is introducing a new scanner. If you pose a specific question, that signals you know the niche and that you are enthusiastic.

Do a trial close. An example would be: What would it take for you to hire me? That reveals how the interviewer is perceiving what you are offering or not offering. You can now respond to all that, making your sales pitch more targeted.

Offer to go the extra mile. You might request permission to sketch out a brief social media marketing plan for the scanner. It's standard in sales to provide a freebie related to the product or service. That gives the prospect an opportunity to sample the goods. It also establishes good will.

Demand a response. The most successful salespeople are those who value their time. Indicate you know your worth by having the powers that be lock in a date for the next step or informing you of a "no sale."

Reverse engineer the entire process if there is no movement onto the next step. There is the old saying in sales that every "no" brings you closer to a "yes." That's because every sales call, even if there is no close, provides information and insight. Go over every aspect of how you presented yourself, ranging from the attire to managing uncomfortable issues.

In your search for work, you can get an edge by making it your business to obtain as many interviews as possible. That's how you will continue to make progress on the learning curve. As "What Color Is Your Parachute? 2018" hammers: It's not necessarily the most qualified who receives the job offer. It's the professional who is best at presenting himself or herself.